If I hear “my employees are coin operated” one more time, I might wanna punch someone in the mouth. It’s a lame excuse! Instead, question your own leadership skills.
Leadership – The action of leading a group of people or an organization. Leadership has been described as the “process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task.”
We teach our sales staff (or we’re supposed to) to sell on BENEFITS not features. And yet, when we want to change a process or move forward with a new initiative at the dealership, we don’t SELL our staff on the BENEFITS of a new tool. Instead, we complain about current procedures “not working”, find someone or something else to blame for our failure and then say “it won’t work unless we change the pay plan“. #FAIL
Mr. Customer, this vehicle comes equipped with bluetooth hands-free system. You’ll be able to speak on the phone while having the freedom and safety of both hands on the wheel. It could also potentially save you from receiving an expensive fine.
Mr. Sales staff, we need to achieve an 80% email capture rate with all your customers. This will allow you to follow up with your customers in multiple ways. The dealership will even market to your customer on your behalf in order to capture their interest again, increasing your sales opportunities by and additional 20%.
This is a very light example, but you get the idea. Take some of your own training and sell your staff on the benefits of anew service or process.
I truly think people are not as coin operated as we like to believe. It’s a lame excuse we use for our failures at the dealership, our lack of leadership and our own lack of salesmanship.
The next time words “coin operated” are sitting on the tip of your tongue or you’re considering changing the pay plan, spiff or bonus in order to motivate your staff…ask yourself:
Where did I fail in selling the BENEFITS to my team? Where did I fail as a leader in order to get my team on the same page?
Or am I living in a fantasy world?